O KEY GROUP OVERVIEW October 2017
Disclaimer 2 By attending the meeting where this presentation is made, or by reading the presentation slides, you agree to be bound by the following limitations: The materials contained in this presentation ( Presentation ) have been prepared solely for the use in this Presentation and have not been independently verified. No representation, warranty or undertaking, express or implied, is made as to, and no reliance should be placed on, the fairness, accuracy, completeness or correctness of the information or the opinions contained herein. None of O'Key Group S.A. ( the Company ), nor any shareholder of the Company, nor any of its or their affiliates, advisors or representatives shall have any liability whatsoever (in negligence or otherwise) for any loss howsoever arising from any use of this Presentation or its contents or otherwise arising in connection with the Presentation. No part of this Presentation, nor the fact of its distribution, should form the basis of, or be relied on in connection with, any contract or commitment or investment decision whatsoever. This Presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident or located in any locality, state, country or other jurisdiction where such distribution, publication, availability or use would be contrary to law or regulation or which would require any registration nor licensing within such jurisdiction. Matters discussed in this Presentation may constitute forward-looking statements. Forward-looking statements include statements concerning plans, objectives, goals, strategies, future events or performance, and underlying assumptions and other statements, which are other than statements of historical facts. The words believe, expect, anticipate, intends, estimate, forecast, project, will, may, should and similar expressions identify forward looking statements. Forward-looking statements include statements regarding: strategies, outlook and growth prospects; future plans and potential for future growth; liquidity, capital resources and capital expenditures; growth in demand for products; economic outlook and industry trends; developments of markets; the impact of regulatory initiatives; and the strength of competitors. The forward-looking statements in this Presentation are based upon various assumptions, many of which are based, in turn, upon further assumptions, including without limitation, management s examination of historical operating trends, data contained in the Company s records and other data available from third parties. These assumptions are inherently subject to significant uncertainties and contingencies which are difficult or impossible to predict and are beyond its control and it may not achieve or accomplish these expectations, beliefs or projections. In addition, important factors that, in the view of the Company, could cause actual results to differ materially from those discussed in the forward-looking statements include the achievement of the anticipated levels of profitability, growth, cost, the timely development of new projects, the impact of competitive pricing, the ability to obtain necessary regulatory approvals, and the impact of general business and global economic conditions. Past performance should not be taken as an indication or guarantee of future results, and no representation or warranty, express or implied, is made regarding future performance. Neither the Company, nor any of its agents, employees or advisors intend or have any duty or obligation to supplement, amend, update or revise any of the forward-looking statements contained in this Presentation or to update or to keep current any other information contained in this Presentation. The information and opinions contained in this document are provided as at the date of this Presentation and are subject to change without notice. By reviewing this Presentation and/or accepting a copy of this document, you acknowledge and agree to be bound by the foregoing.
Contents 3 01 O KEY GROUP OVERVIEW 4 02 O KEY GROUP 1H 2017 FINANCIAL RESULTS 9 03 HYPERMARKETS & SUPERMARKETS SEGMENT OVERVIEW 12 04 DISCOUNTERS SEGMENT OVERVIEW 22 05 APPENDIX 28
About O KEY GROUP O KEY Group is the seventh largest food retailer in Russia by revenue Our primary retail format is the modern, Western European style hypermarket under the O KEY brand (O KEY supermarket chain and our DA! discounter chain) Key facts: 15 years history Experienced management team One of the market leaders in St Petersburg with a strong presence in Moscow and other large cities in Russia Strong brand known for the quality of products and best-in-class shopping experience Three differentiated formats of modern food retail: hypermarket, supermarket and discounter format High logistics centralisation level: one federal and two regional distribution centres for hypermarket and supermarket segment, one distribution centre for discounter stores More than 23,000 employees 168 stores 4 72 hypermarkets 37 supermarkets 59 discounters
O KEY Group history 5 O KEY GROUP was founded FIRST O KEY HYPERMARKET opened in St Petersburg Focus on EXPANSION in Russia s key regional markets 6 NEW REGIONS TOP-10 retailer by revenue 37 total stores DOUBLED selling space to >190 k m2 ONLINE SALES PLATFORM launched STRENGTHENING of management team NEW DISCOUNTER FORMAT under the DA! brand 146 total stores >590 K M2 selling space Revenue, RUB bln 2001-2003 0,7 3 7 12 18 2008-2009 31 51 68 83 93 117 139 152 2015 162 175 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2016 2012 2013 2014 2015 2004-2007 2010-2014 2016 Strategy of establishing REGIONAL MARKET LEADERSHIP 8 HYPERMARKETS AND 2 SUPERMARKETS opened in St Petersburg 15 TIMES increased selling space to 87 k m2 Emergence as a ONE OF THE LEADING national Russian retailers RAPID EXPANSION in Moscow and key regional markets IPO on the London Stock Exchange >100 total stores >550 K M2 selling space 40% logistics centralisation level Presence in 27 REGIONS MOBILE APP for ios and Android launched in 2016 164 total stores >600 K M2 selling space
v As of 4 October 2017 ** Distribution center (three DCs for hypermarket and supermarket segment and one DC for discounter segment) *** In ruble terms **** As of 31 December 2016 v v O KEY Group at a glance 6 25 cities* 168 stores* 611 selling space (ths sqm)* 4 DC** supermarkets hypermarkets 37 stores 72 stores 59 stores 7 Retailer in Russia by revenue (2016) 14,5% revenue CAGR 2009-2016*** 55 444 clients*** 23 520 employees****
Contents 7 01 O KEY GROUP OVERVIEW 4 02 O KEY GROUP 1H 2017 FINANCIAL RESULTS 9 03 HYPERMARKETS & SUPERMARKETS SEGMENT OVERVIEW 12 04 DISCOUNTERS SEGMENT OVERVIEW 22 05 APPENDIX 28
1H 2017 Results: Revenue and gross profit 8 Group total revenue increased by 2.7% YoY from RUB 83,672 mln to RUB 85,969 mln driven by: Higher LFL average ticket in hypermarket and supermarket segment (up 1.0% YoY) Sound performance of our discounter segment demonstrating 42.5% YoY increase in LFL traffic and a 17.6% YoY increase in LFL average ticket. Revenue in the segment of hypermarkets and supermarkets was almost flat YoY reaching 81,256 mln. The stable performance was for the most part driven by effect of a high base in the beginning of the year and continuous work on our assortment in Q2 reflecting in average ticket increase Revenue in the discounter segment grew by 109% YoY to RUB 4,713 mln. The segment continues to deliver solid results largely driven by consistent growth in traffic and average ticket Group gross profit rose by 4.1% YoY to RUB 19,438 with gross margin expanding by 30 bps to 22.6% Trading space, ths. m 2 Total revenue, RUB mln Group gross profit, RUB mln +1.3% +2.7% +4.1% 602 610* 85 969 18 667 19 438 33 39 48 48 83 672 2 256 4 713 521 523 81 416 81 256 1H 2016 1H 2017 Hypermarkets Supermarkets Discounters 1H 2016 1H 2017 Discounters Hypermarkets and supermarkets 1H 2016 1H 2017 * As of August 2017, including two new discounters opened in July 2017
1H 2017 Results: EBITDA 9 Group EBITDA increased by 9.4% YoY to RUB 3,650 mln with EBITDA margin growing by 20 bps to 4.2% EBITDA in the segment of hypermarkets and supermarkets increased by 0.7% YoY to RUB 4,608 mln with the segment margin growing by 10 bps to 5.7% due to ongoing cost optimization In 1H 2017 discounters demonstrated an improvement of EBITDA from (1,241 bln) to (958 bln) due to larger number of stores, higher sales density and better gross profit margin of the segment Key drivers: Gross margin increase by 30 bps to 22.6% Personnel costs as a percentage of revenue decrease by 50 bps to 9.5% Advertising and marketing expenses as percent of revenue increase by 30 bps to 1.2% Other SG&A items as percent of revenue changed immaterially EBITDA and EBITDA margin dynamics by segment 4.0% 5.6% (55.0%) 4.2% 5.7% (20.3%) 3 336 4 577 4 608 3 650 1H 2016 1H 2017 (1,241) (958) Group Hypermarkets and supermarkets Discounters % EBITDA margin
Debt Portfolio 10 97% of debt portfolio is RUB-denominated The Group s weighted average rate on the debt portfolio as of the end of 1H 2017 decreased to 10.3% in comparison with the same period last year when the rate stood at 10.7%. The Group continues to optimize the debt portfolio demonstrating the average rate decrease to 9.9% in July 2017 As of August 2017 short term part of the credit portfolio is around 9%. More than 65% shall be repaid in 2019-2021 The Group has one covenant - net debt/ebitda below 4x In May 2017, the Group placed 4 year RUB-denominated bond in the amount of RUB 5.0 bln with coupon rate of 9.55% on the Moscow Exchange In January 2017 the Group repurchased part of RUB 5.0 bln bond issue placed in October 2013 in the amount of RUB 577.8 mln In January 2017 Fitch Ratings confirmed the Group s rating at B+ with stable forecast; In May 2017 the Group placed four year RUB 5.0 bln exchange-traded bonds due April 2020 on the Moscow Exchange with a coupon rate of 9.55% RUB mln As of 30 June 2017 As of 31 December 2016 As of 30 June 2016 Total debt 37,247 36,295 34,335 Short-term debt 3,410 4,622 10,616 Long-term debt 33,837 31,673 23,719 Cash&cash equivalents 2,498 11,463 4,245 Net Debt 34,749 24,832 30,090 Net debt/ltm EBITDA 3.6x 2.7x 3.4x
Contents 11 01 O KEY GROUP OVERVIEW 4 02 O KEY GROUP 1H 2017 FINANCIAL RESULTS 9 03 HYPERMARKETS & SUPERMARKETS SEGMENT OVERVIEW 12 04 DISCOUNTERS SEGMENT OVERVIEW 22 05 APPENDIX 28
Hypermarkets and Supermarkets: footprint 12 Hypermarkets & supermarkets under O KEY brand modern Western-European style food retail format with a passion for quality, best value proposition and the ambition to deliver a unique customer experience Headed by Mr. Miodrag Borojevic, a retail professional with in-depth expertise in food retail industry, including almost 15 years in senior management roles with Kaufland (part of Schwarz Group) and REWE Italy Management team experienced in Russia s retail space The first store was opened in 2002. As of July 2017 there are 72 hypermarkets and 37 supermarkets stores, located in 25 cities across Russia Three owned distribution centers: federal DC in Moscow region (52,000 m 2 ) and two regional DCs in St. Petersburg region (28,000 m 2 ) O KEY is the first among Russian food retailers to launch and actively develop e-commerce operations in St. Petersburg and Moscow offering a full range of hypermarket products for home delivery In 1H 2017 60% of revenue accounted for St. Petersburg and Moscow (41% and 19% respectively) Net retail revenue Traffic Average ticket 8.8% 6.4% 0.6% 4.4% 2.0% 4.3% 6.2% 2.6% 0.9% 4.3% 4.2% 2.4% 1.3% 1.7% 1.0% 1.0% 0.2% (0.2%) (0.2%) (4.3%) 2014 2015 2016 1H 2017 All LFL (0.7%) (2.6%) (4.2%) (5.3%) 2014 2015 2016 1H 2017 All LFL 2014 2015 2016 1H 2017 All LFL
Hypermarket Profile 13 Hypermarkets Share in sales in 1H 2017 85% No. of stores, 1H 2017 72 Average store selling space, 000m 2 7.3 Total selling space (m 2 ), 1H 2017 523,257 (86% of total) Percentage of owned space 50.0% Average CAPEX per owned store Average CAPEX per leased store Payback period per owned store Payback period for leased store RUB 1.1 bln RUB 350 mln 7 years 4-5 years Product range SKUs: 34,000 Fresh + UltraFresh: 45.0% Dry: 15% Non-food: 14% Drinks: 13% Cosmetics/Detergents: 9% Own production: 4% Average ticket (RUB) in 1H 2017 992 Target audience Locations Lives within 15 min by car Near public transportation hubs, in areas with limited competition Facade of hypermarket in St. Petersburg Interior of hypermarket in St. Petersburg
Supermarket Profile 14 Supermarkets Share in sales in 1H 2017 10% No. of stores, 1H 2017 37 Average store selling space ( 000m 2 ) 1.3 Total selling space (m 2 ), 1H 2017 47,640 (8% of total) Percentage of owned space 37.8% Average CAPEX per owned store Average CAPEX per leased store Payback period per owned store Payback period for leased store RUB 300 mln RUB 100 mln 7 years 4-5 years Product range SKUs: 11,000 Fresh + UltraFresh: 52.0% Drinks: 18% Dry: 17% Cosmetics/Detergents: 5% Non-food: 5% Own production: 3% Average ticket (RUB) in 1H 2017 524 Target audience Locations Lives within 5 minutes by car/ 15 min walking distance Within highly populated residential districts in close proximity to roads Interior of supermarket in St. Petersburg
Hypermarkets and Supermarkets: new concept 15 Modern look & feel to respond to the customers expectations for fun and hassle-free shopping Orientation is facilitated by multicolored navigation More efficient organisation of the selling space to respond to the customer expectations for fun and hassle-free shopping Self-checkout counters with Self Scanning technology Freshh Area styled as an open market, area where customers can find the variety of fresh products Farmer s Corner the area with fresh dairy products delivered every morning from farms Self-service green salad bar Sections of men and women clothes and shoes put at the central positions in the store Enhanced drinks and alcohol sections placed at the far-right corner of the shop Farmer s Corner Self Scanning technology for self-checkout Freshh Area
Assortment & Marketing: private label evolution 16 Over the last few years we commenced a PL brand relaunch project covering mainly food categories Our supermarkets and hypermarkets offer two types of PL brand: That s What You Need! - to cater to the price-sensitive customers (over 580 SKU) O KEY - to address the needs of customers seeking value-for-money (over 586 SKU) 85% of products produced by local suppliers Our PL brands are on average cheaper by 20-30% than branded products of the same quality Implemented special quality control programme Trademark O KEY Customers` Guarantee * aids for testing both production facilities as well as samples in independent accredited laboratories O KEY products are featured in regular catalogues and in dedicated catalogues published twice a year Dedicated section at the e-commerce website, direct mailing to customer base and advertising campaigns supports sales of our PL products In coming years we plan to double the share of private label brands, including non-food categories Key results achieved: CONTRACTS SIGNED* 2016 125 *with the producers in the regions PL AS % OF REVENUE 2016 5.8% up by 120 bps YoY SKU 2016 1,000+ under both brands AWARD 2016 Best PL brand in food segment 3 rd International Exhibition by IPLS * Is a part of our quality control system for products and goods under our private label
Omnichannel: Simple. Fast. Convenient. 17 OPERATIONAL MODEL FOR ORDER MANAGEMENT CONSUMER CHOICES FOR ORDER COLLECTION CLOSEST STORE PICKING (HYPERMARKETS) HOME DELIVERY E-COMMERCE PICK UP POINTS WAREHOUSE (EXPECTED TO BE LAUNCHED) DRIVE THROUGH
Omnichannel: recent achievements (1) 18 Our online store and mobile app take full advantage of a growing trend in online shopping in Russia by making the shopping experience more intuitive, convenient and quicker Our Online Shopping platform is based on the latest state-of-theart IT solutions Enhanced functionality of the platform enables to create shopping lists and share it with the friends and family Cross-device mobile applications on ios and Android with full online store functionality are fully operational Online orders are fulfilled by the closest hypermarket to the customer, while customers can choose whether to receive their order via click and collect at a nearby pick-up point, use our drive through or home delivery service 5 pick-up points in hypermarkets in Moscow and 6 in St. Petersburg, hassle-free: pick-up takes only five minutes Own logistics ensures delivery throughout Saint Petersburg and Moscow Structure of the basket online is similar to offline with high share of fresh, meat, fruit and vegetables Most of the off-line promo-campaigns are mirrored online Average ticket online 2.5-3.0 times higher then average for hypermarkets Potential for expansion in the regions Strong growth total sales in 2017 will increase 2x vs 2016 Key operating indicators: NUMBER OF SKU CUSTOMER BASE DELIVERED TONNES REVENUE 2016 25,000 +13.6% YoY 2016 99,500 Up 6.4x YoY 2016 1,453 up 11.5x YoY 2016 RUB 661 mln up 10x YoY
Omnichannel: recent achievements (2) 19 Pick-up point - click and collect Main page of O KEY online store Home delivery service Drive through
Hypermarkets and supermarkets: guidance 20 New openings: 2 stores in 2017 Store openings beyond 2017: 2-3 stores every year EBITDA margin 2018-2020E: 7-8% Costs to decrease by at least 10% by 2020 CAPEX: Rub 7 8 bln annually
Contents 21 01 O KEY GROUP OVERVIEW 4 02 O KEY GROUP 1H 2017 FINANCIAL RESULTS 9 03 HYPERMARKETS & SUPERMARKETS SEGMENT OVERVIEW 12 04 DISCOUNTERS SEGMENT OVERVIEW 22 05 APPENDIX 28
Discounters: footprint 22 Discounters under DA! - represent unique on the Russian market format of a hard discounter targeting rational customers looking for value for money Headed by Mr. Armin Burger, a retail professional with unique experience of managing discounter chains, including almost 20 years in senior management roles with Aldi Management team experienced in Russia s retail space The first store was opened in 2015. As of July 2017 there are 57 stores, located in Moscow and surrounding regions Modern and attractive design, brightly lit shelves, good ventilation, excellence in customer service Owned distribution center with area of 59,000 m 2 in the Moscow region with capacity to service 250 stores In 2016 we started the import of wines, fruits & vegetables. The store revenue per day reached over RUB 500,000 In 2017 we introduced new in-outs strategy, performed further improvement of merchandising and introduced new PLs Net retail revenue Traffic Average ticket 108.5% 78.1% 20.4% 65.5% 67.5% 37.4% 42.5% 17.5% 17.6% ND ND ND 2016 1H 2017 2016 1H 2017 2016 1H 2017 All LFL All LFL All LFL
Discounters Profile 23 Discounters Share in sales in 1H 2017 5% No. of stores, Aug 2017 57 Average store selling space ( 000m 2 ) 0.7 Total selling space (m 2 ), Aug 2017 38,964 (6% of total) Percentage of owned space 28.0% Average CAPEX per owned store Average CAPEX per leased store RUB 150 mln RUB 50 mln SKU SKUs: 2,100 PL SKUs: 800 In-outs SKUs: 150 Product range Fresh: 45% Dry: 28% F&V: 15% Non-food: 8% Non-food special: 3% Food special: 1% Full time equivalent 8 Average ticket (RUB) in 1H 2017 453 Target audience Locations Lives within 5 minutes by car/ 15 min walking distance Within highly populated residential districts in close proximity to roads Facade of discounter in Moscow Interior of discounter in Moscow
Discounters: key differentiating factors 24 Best quality Carefully selecting our private label producers to ensure the best possible quality Best price We offer best prices for branded and PL products Best private labels High share of our own brands allow us to differentiate from competitors Own logistics Our own logistics which allow us to have a 100% centralization level with daily deliveries of fresh products to all of our stores Lowest operating costs The lowest in-store operating costs due to the low number of SKUs and efficient route planning Well trained personnel Our modern design and well trained personnel create an excellent shopping experience
Discounters: interior 25
Discounters: guidance 26 New openings: at least 20 stores in 2017 Total number of stores: 200 stores by 2020 Net retail revenue: at least double in 2017 Long-term EBITDA margin: 6-7% Breakeven: mid 2018 (excl. expansion costs)
Contents 27 01 O KEY GROUP OVERVIEW 4 02 O KEY GROUP 1H 2017 FINANCIAL RESULTS 9 03 HYPERMARKETS & SUPERMARKETS SEGMENT OVERVIEW 12 04 DISCOUNTERS SEGMENT OVERVIEW 22 05 APPENDIX 28
Shareholder Structure 28 Three major shareholders are its founders Mr. Dmitry Korzhev (owns appr. 23.99%) Mr. Dmitri Troitskii (owns appr. 23.99%) Mr. Boris Volchek (owns 29.52% of the shares) Board of directors Mr. Heigo Kera, Chairman and CEO Mr. Dmitrii Troitskii, Director Mr. Dmitry Korzhev, Director Boris Volchek, Caraden Director Mykola Buinyckyi, Independent Director 29.52%
Consolidated Balance Sheet RUB, 000s H1 2017 FY 2016 Investment property 572,542 572,542 Property, plant and equipment 46,612,638 48,241,868 Construction in progress 3,682,334 3,485,879 Lease rights 4,502,611 4,578,535 Intangible assets 936,709 893,103 Deferred tax assets 1,619,457 1,277,273 Other non-current assets 1,812,007 2,002,680 Total non-current assets 59,738,298 61,051,880 Inventories 11,542,905 13,706,868 Trade and other receivables 3,210,274 5,871,010 Prepayments 1,155,483 958,467 Other current assets 43,217 41,250 Cash and cash equivalents 2,498,080 11,463,467 Non-current assets held for sale 597,018 - Total current assets 19,046,977 32,041,062 Total assets 78,785,275 93,092,942 Total equity 19,679,000 22,655,064 Loans and borrowings 33,836,868 31,673,078 Deferred tax liabilities 650,424 692,091 Other non-current liabilities 138,492 139,304 Total non-current liabilities 34,625,784 32,504,473 Loans and borrowings 3,200,109 4,465,260 Interest accrued on loans and borrowings 209,918 156,870 Trade and other payables 20,352,463 32,480,892 Current income tax payable 718,001 830,383 Total current liabilities 24,480,491 37,933,405 Total liabilities 59,106,275 70,437,878 Total equity and liabilities 78,785,275 93,092,942 29
Consolidated P&L 30 RUB, 000s H1 2017 H1 2016 Revenue 85,969,350 83 671 600 Cost of goods sold (66,531,212) (65 004 439) Gross profit 19,438,138 18 667 161 Gross margin 22.6% 22.3% General, selling and administrative expenses (18,318,171) (17 752 736) Oher operating income and expenses (612,710) (247 884) Operating profit 507,257 666 541 Operating margin N/A N/A Finance income 93,953 211 314 Finance costs (1,730,043) (1 770 901) Foreign exchange (loss)/gain (257,581) 189 359 Loss before income tax (1,386,414) (703 687) Income tax expense (91,687) (82 550) Loss for the year (1,478,101) (786 237) Net profit margin N/A N/A RUB, 000s H1 2017 H1 2016 Group EBITDA 3 649 978 3 335 697 Group EBITDA margin 4.2% 4.0% EBITDA for hypermarkets and supermarkets 4 608 444 4 576 840 EBITDA margin hypermarkets and supermarkets 5.7% 5.6% EBITDA for discounters (958 466) (1 241 143)
Consolidated Cash Flow 31 RUB, 000s H1 2017 H1 2016 CASH FLOWS FROM OPERATING ACTIVITIES Cash receipts from customers 98,152,318 95,360,905 Other cash receipts 272,291 502,183 Interest received 97,003 211,123 Cash paid to suppliers and employees (101,843,222) (94,932,335) Operating taxes (303,967) (339,144) Other cash payments (86,387) (26,257) VAT paid to budget (704,076) (504,487) Income tax paid (670,429) (131,025) Net cash from/(used in) operating activities (5,086,469) 140,963 CASH FLOWS FROM INVESTING ACTIVITIES Purchase of PP&E and initial cost of land lease (excluding VAT) (1,334,444) (3,266,985) Purchase of other intangible assets (excluding VAT) (169,161) (111,932) Proceeds from sales of PP&E and intangible assets (excluding VAT) 44,811 910,201 Net cash used in investing activities (1,458,794) (2,468,716) CASH FLOWS FROM FINANCING ACTIVITIES Proceeds from loans and borrowings 5,000,000 8,040,613 Repayment of loans and borrowings (4,077,815) (9,109,994) Interest paid (1,813,428) (2,045,877) Dividends paid (1,465,798) - Other financial payments (30,850) (50,778) Net cash (used in)/ from financing activities (2,387,891) (3,166,036) Net decrease in cash and cash equivalents (8,933,154) (5,493,789) Cash and cash equivalents at beginning of the period 11,463,467 9,768,130 Effect of exchange rate fluctuations on cash and cash equivalents (32,233) (29,310) Cash and cash equivalents at end of the year 2,498,080 4,245,031
IR CONTACTS Veronika Kryachko Head of Investor Relations Tel: +7 495 663 6677 ext. 404 Mob: + 7 915 380 6266 Veronika.Kryachko@okmarket.ru www.okeyinvestors.ru